Principal, Relationship Management – Treasury Services Principal, Relationship Management – Treasury  …

BNY Mellon
in New York, NY
Permanent, Full time
Be the first to apply
Competitive
BNY Mellon
in New York, NY
Permanent, Full time
Be the first to apply
Competitive
Principal, Relationship Management – Treasury Services
COMPANY OVERVIEW:

For over 230 years, Bank of New York Mellon (BNY Mellon) has been at the center of the global financial markets, providing the world's leading institutions the tools, capabilities, and services to be distinctive investors. BNY Mellon has approximately $15 billion in revenues and market capitalization of approximately $50 billion.
BNY Mellon is a leader in the world of investment services and investment management, and our businesses support the full range of stakeholders of the financial system including:
  • Managing the custody of over $31 trillion financial assets of the world's leading institutional investors, hedge funds, sovereign wealth funds, and corporates
  • Investing over $1.8 trillion as one of the largest global asset managers across a wide range of asset classes
  • Providing collateral, liquidity, and funding for the world's largest banks through our markets franchise
  • Serving family offices and high net worth individuals in our top 10 wealth manager ($250 billion assets)
  • Providing a full suite of solutions to advisors, broker-dealers, family offices, hedge and '40 Act fund managers, registered investment advisor firms and wealth managers (over $1.8 trillion in client assets)
  • Advising large global corporations on a range of trust and other solutions
  • Providing integrated managed data services to asset managers (over $4.7 trillion)


JOB DESCRIPTION:

In this role the incumbent will report directly to the Team Leader / Director for the Treasury Services Relationship Management and Business Development Technology and Strategic Partnership Segments ("TSP") and will be a critical member of the business development efforts for this team. Incumbent will help develop the strategic plan for managing and growing existing TSP client relationships and prospects, with a focus on retaining and increasing revenue. Identifies opportunities to evolve client business with complex and large companies for incremental growth. Serves in a consultative role to the client, advising client top leadership and business units on the best way to achieve short- and long- term strategic objectives. From a global, bank-wide perspective, works with Director of TSP on emerging client accounts with high-growth potential and increased complexity of strategic needs. Has developed significant expertise on industry trends, competitor services/offerings and clients' business environment. As the client advocate, often serve as the ultimate escalation point for client satisfaction. Consult with clients on their strategic vision and how the firm can help them achieve that vision, as documented by a robust account plan. Promote firm services/product offerings that solve client challenges and achieve account growth. Research client issues and bring to resolution. May be assigned as owner/expert of a particular process or new product from a relationship management perspective. Conduct frequent and regular check-ins with assigned clients, ensuring their continued satisfaction and strategic alignment with firm services/product offerings. Continually evaluate current client needs and new business opportunities and ensure sustained client engagement. Develop, track and report on relationship strategy/results for assigned client portfolio. Contribute to the development of team/unit metrics, dashboards and roadmaps. Work closely with business development teams and Director of TSP to ensure relationship management strategy is executed by account management, client service and other internal firm-wide teams. Keep abreast of client account activity occurring throughout the firm and often serve as the ultimate escalation point for client satisfaction. May assist with prospecting new clients in a similar industry or segment of existing clients. Conduct service review meetings and assist in client training, sharing of market information/experience. Contribute to the development of overall RM strategies for the unit. May work with other Relationship Managers and/or marshal firm-wide resources (marketing, legal, compliance, etc.) to ensure client needs are being addressed and to proactively inform clients of industry developments or firm thought leadership. Ensures new business development, client onboarding and/or risk management activities are conducted and captured including but not limited to KYC (Know-Your-Customer), BAC (Business Acceptance Committee), AMLOC (Anti-Money Laundering Operating Committee), and TPG (Third Party Governance). Attend industry events and conferences to remain visible in the market and remain current on industry trends and competitor services/offerings. No direct reports; provide guidance to less experienced Relationship Managers as needed. Responsible for achievement of organic, incremental growth (revenue, deposits) goals within assigned client portfolio. Manages overall relationship portfolio profitability and financial economics with Director of TSP.

Role and Responsibilities:

Daily / Weekly...

  • Identify and take actions to evolve prospect/client business opportunities/discussions
    • Prospects, emerging clients and mature client relationships
  • Meet with clients and prospects via phone, conference/video conference and in person in order to advise their leadership, business units and other relevant staff on the best way to achieve their business objectives
    • RM will have daily/weekly discussions on progress with Director of SPS and in some cases, other business partners
  • As daily issues arise, serve as the ultimate escalation point for client satisfaction
  • Continually evaluate current client needs and new business opportunities and ensure sustained client engagement
  • Work on new business development processes including KYC (Know-Your-Customer), BAC (Business Acceptance Committee), AMLOC (Anti-Money Laundering Operating Committee), and TPG (Third Party Governance); These activities will often require at least weekly discussions (internal and with client/prospect) and in some cases, daily


Weekly, monthly and quarterly...
  • Conduct frequent and regular check-ins with assigned clients, ensuring their continued satisfaction (at least monthly and in some cases, weekly)
  • Develop, track and report on relationship strategy/results for assigned client portfolio and team/unit metrics (monthly)
  • Conduct service review meetings and assist in client training, sharing of market information/experience. (monthly or quarterly)
  • Consult with clients regularly on their strategic vision and how the firm can help them achieve that vision (monthly or quarterly)


Notations...
  • Where monthly and quarterly frequency is indicated, on a daily / weekly basis, RM will be working on preparing for these responsibilities and following-up on them
  • This is a client facing role and at various levels within client organizations (senior "C" suite to admin)
  • Travel from 10-20% and will vary month-to-month


Qualifications
  • Bachelor's degree or the equivalent combination of education and experience is required. Advanced/graduate degree preferred.
  • 7-10 years of total work experience preferred.
  • Financial Services experience with a particular client type or product (Hedge, Pension, etc.) preferred as is prior experience in Relationship Management, Client Services or Account Management.
  • Applicable local/regional licenses or certifications as required by the business.
  • As global firm, bi-lingual capabilities are helpful as is an understanding of local/cultural nuances important for client trust.

BNY Mellon is an Equal Employment Opportunity/Affirmative Action Employer.
Minorities/Females/Individuals With Disabilities/Protected Veterans.

Our ambition is to build the best global team - one that is representative and inclusive of the diverse talent, clients and communities we work with and serve - and to empower our team to do their best work. We support wellbeing and a balanced life, and offer a range of family-friendly, inclusive employment policies and employee forums.

Primary Location: United States-New York-New York
Internal Jobcode: 70058
Job: Sales/Marketing
Organization: TS REL MGMT AND BUS DEV-HR07024
Requisition Number: 2100892
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